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Avoid Mistakes, Take Action, Overcome Resistance
Written by: Dave KurlanArticle Overview: Works great in sales too. Your salespeople would have more success changing the minds of their prospects if they weren't so busy denying them of their opinions, trying to push facts and features, benefits and value propositions, and proof and examples down their throats.
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Free Download - Sales Courage and Resilience By Dave Kurlan |
Avoid Mistakes, Take Action, Overcome Resistance
The Forbes Success Calendar for July 30, 2009 had the following quote:
"More people would learn from their mistakes if they weren't so busy denying that they made them." Anonymous
Great quote.
Works great in sales too. Your salespeople would have more success changing the minds of their prospects if they weren't so busy denying them of their opinions, trying to push facts and features, benefits and value propositions, and proof and examples down their throats. You don't change people's minds by using logic on them. You change people's minds by eliminating their resistance instead of increasing it. Resistance is the Enemy! You can read more by reading my recent article on Resistance.
Two days earlier, on July 28, The Forbes Success Calendar had this quote:
Action may not always bring happiness; but here is no happiness without action. Benjamin Disraeli
That is sales in a nutshell! If you don't hold your salespeople accountable for action (measurable activity) each day, there won't be any sales happiness. Speaking of some action you can take, ZoomInfo has declared Wednesday, August 26, 2009, Free B2B Intelligence Day. You can have free, unlimited access to their deep intelligence on 45M business people at 5M companies - all day. If you would like to participate in their promotion, click http://go.zoominfo.com/content/2427ZoomInfoDay.
Finally, my guest on Wednesday's edition of Meet the Sales Experts will be Sales Development Expert, Rocky LaGrone.
Article Tags: benjamin disraeli, development expert, forbes, free unlimited access, happiness, intelligence, lagrone, logic, nutshell, proof, prospects, recent article, resistance, salespeople, target, value propositions
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About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development. He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling (Dan Seidman), Stepping Stones (Deepak Chopra and Brian Tracey) and 101 Great Ways to Improve Your Life, Volume 2 (David Riklan). Click here to visit Dave's website Salesperson Selection Visual Pipeline Predict Sales Turnover |
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